Category Archives: Sales Training

Something a little different for this post. Life (and blogs) shouldn’t always be about serious topics, like performance improvement, right? We need to take a break once on awhile. Hence, we give you, the SalesForce Training Top 10 Greatest Sales Movies…Ever!! And no, none of these won the Oscar for Best Picture. First, a confession. This is not our…

As much as sales managers and HR professionals wish it were so, proper salesforce training entails far more than just running workshops for a day or two. Sales training is about changing behavior and improving performance. But who should ultimately be responsible for leading the charge – Sales or HR/Training? The Sales vs. HR issue…

Nearly 12.3% of all the jobs in the U.S. are full time sales positions. Over one trillion (that’s a 1 followed by twelve zeros) is spent annually on sales forces. Average cost of customer contact: Telephone sales calls = $33.11 Field sales calls = $276.48 A world class sales benchmarking study revealed that the calibre of the salesperson,…

To create effective change in sales people’s behaviors takes more than a 1, 2 or 3 day event. To think that, is to succumb to “tick box” thinking. The “I’ve sent the salesforce on a 2-day, How-to-bring-in-the-year-end-results course, so therefore we will achieve the numbers” plan is bound to disappoint. A training event is not…

To create effective change in sales people’s behaviors takes more than a 1, 2 or 3 day event. To think that, is to succumb to “tick box” thinking. The “I’ve sent the salesforce on a 2-day, How-to-bring-in-the-year-end-results course, so therefore we will achieve the numbers” plan is bound to disappoint. A salesforce training event is…

To create effective change in sales people’s behaviors takes more than a 1, 2 or 3 day event. To think that, is to succumb to “tick box” thinking. The “I’ve sent the salesforce on a 2-day, How-to-bring-in-the-year-end-results course, so therefore we will achieve the numbers” plan is bound to disappoint. A salesforce training event is not…

It’s estimated that corporations globally spend between $4-7b a year on training sales professionals and yet research* suggests that 90% of sales training programs result in a 90-120 day increase in sales productivity but shockingly, fewer than 20% of companies show a productivity increase that lasts over a year. Why is this? In this 24/7…

I finally saw Moneyball the other day. I’d been wanting to see it since it came out, as I loved the book (and I love baseball), but just never seemed to have the time to go. Well, I was on a flight home and it was one of the movie selections. Besides being a great movie…

Almost every top performer has a coach whether it’s an individual like a golf pro or one of the many sports teams. The coach is there to help develop superior skills and get the best performance. In the ideal sales world, you would have a sales manager who has the time, knowledge, and ability to…

If you’ve been in sales for any length of time, it’s highly likely that you’ve had a run-in with at least one “nibbler” – someone who nibbles at the deal you’ve just made. Nibblers make closing a deal more challenging. Nibblers are different than hagglers. Hagglers want to haggle over price and enjoy the sport…